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How the Venture Capitalists Nationwide Say to Do It
By Brian Hill

Profit Dynamics Inc., a research firm in Fountain Hills, Arizona,  recently conducted a survey of 74 venture capital firms from all regions of the United States. They were asked their views about the outlook for the early stage capital market in the upcoming year. On the whole, the VCs responded with at least a moderate degree of optimism, the overall theme being--the worst may be over. They were then asked this question:

What advice would you give to entrepreneurs looking for early stage capital?

Here's what they told us:

1. Be Prepared

In both good times and bad, this is good advice: Be thoroughly prepared for the presentation to VCs and focus on why your business will make money for investors.

2. Conserve Capital

In the late 1990's, capital was much more plentiful and in some cases, management teams looked at the term "burn rate" to literally mean they had investors' money to burn, and when one round of financing ran out, they could easily go out and get more. From 2000 and up to today, a massive reality check occurred in the market for early stage capital. The emphasis now is on conserving capital and reaching as many milestones as you can on your own without investors' money.

3. Be Committed

In the due diligence process, investors try to determine the level of commitment the management team has to the business. Will the team exhaust themselves trying to make this business succeed? Part of that commitment can be financial, both in terms of willingness to commit personal resources to the venture, and the willingness to forego compensation until the cash flow of the venture becomes positive.

4. Have An Outstanding Management Team

One way investors mitigate risk is to only put money behind the very finest management teams. An ever-viable maxim applies (and you imagine VCs carry this around in their wallets): a great team with a mediocre idea succeeds more often than a great idea with a mediocre team. The strength of the management team is even more critical to them when the new venture will be trying to gain a foothold in tough economic times.

5. Be Patient and Persevere